I have done many presentations and written a great deal over the past several years (including The Power of Why – Breaking Out in a Competitive Marketplace) about the shift in power from the seller to the buyer. I have received feedback from hundreds of people about the sea change this understanding has brought to their marketing and sales presentations.… Read More

Customers have changed how they decide with whom to do business. They are eagerly seeking out businesses of conviction and purpose. Customers want a business that believes so strongly in what it can provide that it’s willing to make a clear, buyer-centric promise of outcome — up front, unconditional, and unqualified. Make no mistake, this is not the typical… Read More

Today much is said about the need and use of social media to drive business performance. There is no question it has its place. LinkedIn is great for capturing warm introductions to people in a customer’s network. Facebook can be successful if it truly interfaces and is constantly updated for customers and prospects. YouTube and even Twitter plays a role… Read More

Be sure and sit on the hole–not just sponsor it. Couple ideas: Set up a couple of croquet wickets as a putting course on the tee and have the teams “putt through” while they wait to go. Video and/or photograph. Show these in the clubhouse later. Have each foursome drive marshmallows while they are waiting. Farthest drive gets a prize… Read More

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